Channel Account Manager - Western US

About the role

AppGate Cybersecurity is looking for a Channel Account Manager in the Western US to grow its business through its Reseller, GSI and Technical Alliance Partner ecosystem across the U.S. and Canada. The role owns relationships with key channel partners, develops joint go-to-market plans and ensures solutions reach customers through a partner-driven model. It reports to the VP of Channel Sales and Global Channel Operations, covers the Western half of North America (including commercial enterprise and SLED markets), and involves about 50% travel.

Key responsibilities

• Drive partner-sourced revenue by achieving or exceeding the channel sales quota and closing new business and logos
• Build and maintain relationships with national and regional Resellers, GSIs and Technical Alliance Partners, and run quarterly business reviews
• Develop joint go-to-market plans, sales targets, marketing campaigns and measurable outcomes per fiscal period
• Build the pipeline with partners, including lead generation, partner events and deal registration
• Enable partners through training, certifications, sales coaching, tools, collateral and demos
• Work with partner sales reps on major deals, coordinating technical resources and following up on partner leads
• Recruit and onboard new partners, including non-traditional routes such as influencers and referral partners
• Track partner revenue, pipeline and KPIs, give constructive feedback and keep account plans and dashboards up to date
• Collaborate with direct sales, marketing, sales engineering and channel operations teams
• Share market intelligence on competitors and channel trends to refine channel strategy

Required profile

• Bachelor's degree (Business, Marketing or related); MBA or equivalent is a plus
• 5+ years in channel sales, channel account management or business development in cybersecurity
• Experience managing reseller partnerships in North America; prior work with GuidePoint, Optiv, Lumen and/or Consortium is a plus
• Proven track record of meeting or exceeding sales targets through partners
• Strong communication, presentation and executive presence, including leading QBRs with partner executives

Required skills

• Understanding of the channel ecosystem: value-added resellers, integrators, distributors and technology alliance partners
• Familiarity with security technology trends such as zero trust and cloud security
• Analytical and strategic thinking